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Clarity Advantage's Sales Thoughts

Clarity Advantage

A podcast for accelerating your bank's sales to businesses. Brought to you by Clarity Advantage, a firm that helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees. Archived from iTunes at https://itunes.apple.com/us/podcast/clarity-advantages-sales-thoughts/id905481324. Items in this collection are restricted.

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Clarity Advantage's Sales Thoughts
Aug 29, 2016 Clarity Advantage
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In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards.
Clarity Advantage's Sales Thoughts
Aug 15, 2016 Clarity Advantage
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In which we are reminded that advising, earning trust, and generating value beyond our products involves looking beyond the needs our products address.
Clarity Advantage's Sales Thoughts
Jun 20, 2016 Clarity Advantage
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In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.
Clarity Advantage's Sales Thoughts
May 11, 2016 Clarity Advantage
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Want to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales training and consulting firm, Clarity Advantage. http://www.clarityadvantage.com
Clarity Advantage's Sales Thoughts
May 9, 2016 Clarity Advantage
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In which we are reminded: Look up, from time to time, and engage with the people around us. No telling who we will meet.
Clarity Advantage's Sales Thoughts
May 2, 2016 Clarity Advantage
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In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.
Clarity Advantage's Sales Thoughts
Apr 25, 2016 Clarity Advantage
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In which we are reminded: Find a niche and specialize… or get smoked.
Clarity Advantage's Sales Thoughts
Apr 18, 2016 Clarity Advantage
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In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out.
Clarity Advantage's Sales Thoughts
Apr 11, 2016 Clarity Advantage
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In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.
Clarity Advantage's Sales Thoughts
Apr 4, 2016 Clarity Advantage
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In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.
Clarity Advantage's Sales Thoughts
Mar 21, 2016 Clarity Advantage
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In which we are reminded that very few questions come from idle curiosity. We need to know why.
Clarity Advantage's Sales Thoughts
Mar 14, 2016 Clarity Advantage
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In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.
Clarity Advantage's Sales Thoughts
Mar 7, 2016 Clarity Advantage
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In which we are reminded that every client personal detail reveals choices and avenues to insight.
Clarity Advantage's Sales Thoughts
Feb 15, 2016 Clarity Advantage
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In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.
Clarity Advantage's Sales Thoughts
Feb 15, 2016 Clarity Advantage
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Ask questions to understand what prospects are thinking before you start pitching ideas.
Clarity Advantage's Sales Thoughts
Feb 8, 2016 Clarity Advantage
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In which we are reminded that even short call plans help us produce better results than no plans at all.
Clarity Advantage's Sales Thoughts
Feb 1, 2016 Clarity Advantage
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In which we are reminded that some people need more time to decide, and we should engage with others while they do.
Clarity Advantage's Sales Thoughts
Jan 18, 2016 Clarity Advantage
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In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase.
Clarity Advantage's Sales Thoughts
Jan 11, 2016 Clarity Advantage
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Yet one more time… In which we are reminded to clarify before we pitch
Clarity Advantage's Sales Thoughts
Dec 14, 2015 Clarity Advantage
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In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world.
Clarity Advantage's Sales Thoughts
Dec 7, 2015 Clarity Advantage
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In which we are reminded not to call another person’s baby ugly… even if....
Clarity Advantage's Sales Thoughts
Nov 30, 2015 Clarity Advantage
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In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.
Clarity Advantage's Sales Thoughts
Nov 16, 2015 Clarity Advantage
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In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.
Clarity Advantage's Sales Thoughts
Nov 16, 2015 Clarity Advantage
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n which we are reminded that people “out there” are reading what we write on line…. Really!
Clarity Advantage's Sales Thoughts
Nov 2, 2015 Clarity Advantage
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In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.
Clarity Advantage's Sales Thoughts
Oct 26, 2015 Clarity Advantage
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In which we are encouraged to understand context before we pitch recommendations.
Clarity Advantage's Sales Thoughts
Oct 19, 2015 Clarity Advantage
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In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events
Clarity Advantage's Sales Thoughts
Oct 12, 2015 Clarity Advantage
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In which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls.
Clarity Advantage's Sales Thoughts
Oct 5, 2015 Clarity Advantage
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In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea.
Clarity Advantage's Sales Thoughts
Sep 28, 2015 Clarity Advantage
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In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.
Clarity Advantage's Sales Thoughts
Sep 14, 2015 Clarity Advantage
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In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.
Clarity Advantage's Sales Thoughts
Sep 8, 2015 Clarity Advantage
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In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.
Clarity Advantage's Sales Thoughts
Aug 31, 2015 Clarity Advantage
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In which we are encouraged to break down our sales conversations and work out the sloppy spots.
Clarity Advantage's Sales Thoughts
Aug 24, 2015 Clarity Advantage
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In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations.
Clarity Advantage's Sales Thoughts
Aug 17, 2015 Clarity Advantage
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In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.
Clarity Advantage's Sales Thoughts
Aug 10, 2015 Clarity Advantage
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In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow.
Clarity Advantage's Sales Thoughts
Aug 3, 2015 Clarity Advantage
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In which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and losing a sale.
Clarity Advantage's Sales Thoughts
Jul 20, 2015 Clarity Advantage
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In which we are reminded that maintaining account records and information are critical to the seller’s craft.
Clarity Advantage's Sales Thoughts
Jul 13, 2015 Clarity Advantage
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In which we are reminded that the value we post on line - our social selling and personal marketing – can take us to markets and people far beyond the local market we serve. THAT’s why we do it.
Clarity Advantage's Sales Thoughts
Jul 9, 2015 Clarity Advantage
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Successful salespeople know that referrals are one of the most effective ways to attract new prospects and clients. Generating referrals comes easier when you've developed a relationship with a referral source or center of influence. Get some tips on initiating relationships with centers of influence from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com
Clarity Advantage's Sales Thoughts
Jun 29, 2015 Clarity Advantage
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In which we gain some insight into the workings of the Web and social selling.
Clarity Advantage's Sales Thoughts
Jun 22, 2015 Clarity Advantage
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In which we are reminded to give our brains a break and change of scene, the better to generate ideas.
Clarity Advantage's Sales Thoughts
Jun 15, 2015 Clarity Advantage
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In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.
Clarity Advantage's Sales Thoughts
Jun 8, 2015 Clarity Advantage
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In which we are reminded of positive feedback’s power.
Clarity Advantage's Sales Thoughts
Jun 1, 2015 Clarity Advantage
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In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”.
Clarity Advantage's Sales Thoughts
May 26, 2015 Clarity Advantage
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In which we are reminded that winging it can reduce our credibility with clients.
Clarity Advantage's Sales Thoughts
May 18, 2015 Clarity Advantage
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In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are.
Clarity Advantage's Sales Thoughts
May 4, 2015 Clarity Advantage
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In which we are reminded to pursue issues in which our clients are interested rather than issues we PLANNED to talk about.
Clarity Advantage's Sales Thoughts
Apr 27, 2015 Clarity Advantage
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In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward.
Clarity Advantage's Sales Thoughts
Apr 20, 2015 Clarity Advantage
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In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it.
Clarity Advantage's Sales Thoughts
Apr 13, 2015 Clarity Advantage
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In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction.
Clarity Advantage's Sales Thoughts
Apr 9, 2015 Clarity Advantage
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Building stronger relationships and increasing sales with small business owners is all about asking the right questions. Get your next conversation off to a great start with the four powerful questions Clarity Advantage President Nick Miller shares in this sales strategies video. http://www.clarityadvantage.com
Clarity Advantage's Sales Thoughts
Apr 6, 2015 Clarity Advantage
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In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP.
Clarity Advantage's Sales Thoughts
Mar 30, 2015 Clarity Advantage
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In which we are reminded to move boldly beyond "about what you'd expect."
Clarity Advantage's Sales Thoughts
Mar 23, 2015 Clarity Advantage
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In which we are reminded that tight focus and strong expertise brings customers to us.
Clarity Advantage's Sales Thoughts
Mar 16, 2015 Clarity Advantage
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In which we are reminded, yet again, to find out what’s behind the question before answering.
Clarity Advantage's Sales Thoughts
Mar 9, 2015 Clarity Advantage
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In which we are reminded to prepare for five predictable sales objections.
Clarity Advantage's Sales Thoughts
Mar 2, 2015 Clarity Advantage
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In which we are challenged to make our differentiators more obvious, easier to see.
Clarity Advantage's Sales Thoughts
Feb 23, 2015 Clarity Advantage
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In which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts.
Clarity Advantage's Sales Thoughts
Feb 16, 2015 Clarity Advantage
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In which we are reminded…We can lead.
Clarity Advantage's Sales Thoughts
Feb 9, 2015 Clarity Advantage
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In which we are reminded to learn quickly and move on from mistakes. No brooding!
Clarity Advantage's Sales Thoughts
Feb 2, 2015 Clarity Advantage
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In which we are reminded about the value proposition that WE are and can be.
Clarity Advantage's Sales Thoughts
Jan 26, 2015 Clarity Advantage
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In which we are reminded that part of our roles as sales professionals is to find ways to say “yes” when the “by the book” answer is, "no, we don’t do it that way.”
Clarity Advantage's Sales Thoughts
Jan 19, 2015 Clarity Advantage
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In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own.
Clarity Advantage's Sales Thoughts
Jan 12, 2015 Clarity Advantage
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In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early.
Clarity Advantage's Sales Thoughts
Jan 7, 2015 Clarity Advantage
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In this sales strategies video brought to you by Clarity Advantage President Nick Miller, you'll gain three ways to strengthen your client relationships. http://www.clarityadvantage.com
Clarity Advantage's Sales Thoughts
Jan 5, 2015 Clarity Advantage
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In which we are urged to see the big picture view of our territories and accounts before losing ourselves in daily sales tasks.
Clarity Advantage's Sales Thoughts
Dec 29, 2014 Clarity Advantage
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In which we are encouraged to take the stories we hear as a starting point, not the last word.
Clarity Advantage's Sales Thoughts
Dec 15, 2014 Clarity Advantage
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In which we are reminded to plan ahead and multi-task in our sales calls.
Clarity Advantage's Sales Thoughts
Dec 8, 2014 Clarity Advantage
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In which we are reminded that we don’t always hear what we think we’ve heard.
Clarity Advantage's Sales Thoughts
Dec 1, 2014 Clarity Advantage
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In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
Clarity Advantage's Sales Thoughts
Nov 24, 2014 Clarity Advantage
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In which we are reminded… STAND OUT SOMEHOW.
Clarity Advantage's Sales Thoughts
Nov 17, 2014 Clarity Advantage
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In which we are reminded to overcome one set of survival instincts so we can pay attention to another.
Clarity Advantage's Sales Thoughts
Nov 10, 2014 Clarity Advantage
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In which we are urged to carve out the time needed to research and prepare for sales calls.
Clarity Advantage's Sales Thoughts
Nov 4, 2014 Clarity Advantage
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Clarity Advantage President Nick Miller shares three steps to identifying more opportunities for fee-based services, particularly Treasury Management, in this sales strategies video for business bankers. http://www.clarityadvantage.com